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Top 7 ways to open a presentation

August 29, 2012 by Ken Dooley

The most effective presentations start and finish with the prospect’s needs and wants as the focus. Here are seven tips to help you prepare your openers. More…

Ways to successfully open – and close – a cold call

July 19, 2012 by Ken Dooley

The first challenge in opening a cold call is to get prospects past the “I’m not interested,” or “I’m happy with my present supplier” responses. The best way to do that is to get prospects interested enough in your product or service to give you the time you need to make a presentation. More…

A more effective sales proposal in 5 steps

July 18, 2012 by Ken Dooley

Here are some guidelines for writing your proposal: More…

7 strategies for overcoming prospect hesitation

February 15, 2012 by Ken Dooley

“We’d like to think it over” – six words salespeople hate to hear. They feel like their grip on the sale is slipping, so they scramble to tighten their grasp. But much too often, that tightening causes the sale to slip through their fingers. More…

7 rules for more effective sales presentations

November 15, 2011 by Ken Dooley

Here are seven presentation rules that will keep prospects in their seats. More…

Do your people know the most crucial test for a sales call?

October 31, 2011 by Ken Dooley

The first five minutes of a sale call are the most critical. Here’s why: More…

Sell your ideas to customers in 6 steps

October 21, 2011 by Ken Dooley

Here’s a six-step process that’ll help you sell ideas to prospects and customers. More…

The No. 1 sales killer – and ways to beat it

September 27, 2011 by Ken Dooley


Salespeople face it every day. It never goes away. At times it seems to be in “remission,” but it always returns. Just when it appears to be under control and losing its grasp, it becomes overwhelming. More…

7 steps to a successful presentation

August 24, 2011 by Ken Dooley

Here are seven steps that may turn your presentation into a winner: More…

10 words that kill sales

August 24, 2011 by Ken Dooley

Everyone uses them — which is exactly why you shouldn’t.


5 Bad Habits That Cost Sales

July 5, 2011 by Ken Dooley


Here are five bad habits that are almost guaranteed to turn prospects off. More…

6 principles that lead to better closing rates

June 7, 2011 by Ken Dooley

Drawing upon the following principles throughout the sales process will go a long way toward increasing your closing rates. More…

6 presentation killers prospects hate to see

May 24, 2011 by Ken Dooley


Here are six common presentation blunders salespeople make. Each is a complete turn-off to prospects. More…

4 ways to capitalize on buyers’ needs – and close

May 23, 2011 by Bob Hill

There’s a significant gap between what buyers want and what salespeople think they want.  More…

Fine tuning written proposals

May 6, 2011 by Ken Dooley

When executed properly, a proposal should eliminate any doubts that prospects have and support the facts given at the presentation. For proposals that both sell and tell, share this information at your next sales meeting. More…

5 ways to get past ‘No’ – and open new accounts

March 31, 2011 by Ken Dooley

The first challenge in opening new accounts is to get prospects past the “No thanks. I’m not interested,” or “I’m happy with my present supplier” responses. More…

Lucky 7: Ways to turn lost sales into goldmines

March 29, 2011 by Ken Dooley


It’s estimated that four out of five deals are closed with buyers who’d previously rejected a similar offer. So prospects who rejected you yesterday may be ready to buy right now if you approach them the right way. More…

5 ways to deliver more value

March 18, 2011 by Ken Dooley

A clear shift is taking place with prospects and customers. They want to know, “Where’s the value?” If this isn’t clear, they’ll go elsewhere.  More…

Follow these 9 steps to a successful presentation

January 24, 2011 by Ken Dooley

If you are tuned in to your audience, even a poorly delivered presentation can be well received. If you’re not, even a polished one can fall flat. Here are nine steps to delivering the best presentation possible. More…

How to ask questions that open doors – and close deals

January 4, 2011 by Bob Hill

Any great salesperson will say there’s an art to questioning. It should be systematic and focused, and (when done correctly) it should lead prospects to understand why your product or service provides the ideal solution.  More…


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